Channel Manager

Abbott Laboratories; Indonesia; On-site; IDR 400,000,000 - 700,000,000; Full time

Job summary

Abbott Laboratories in Indonesia seeks a Channel Manager to lead the country commercial team and drive sales and EBITA with distributors. You will manage forecasting, IBP, and margins, while coordinating local marketing initiatives and new product go-to-market strategies.

You will also oversee cross-department project management with the Core Lab team and ensure contract compliance and supply chain efficiency, partnering with area business management on strategic planning.

Qualifications

• Bachelor's degree in a relevant field.
• Minimum 5 years of proven sales track record in healthcare.
• Experience as Sales Manager or Business Manager.
• Strong analytical and organizational skills.
• Ability to lead cross-functional teams.
• Excellent communication and influencing abilities.

Responsibilities

• Drive sales and profitability performance to meet sales objectives.
• Achieve margin objectives for the division.
• Build brands with marketing and implement go-to-market strategies.
• Develop and maintain a results-oriented team culture.
• Coach and develop team members for current and future roles.
• Manage budgets, cost control, and profit.
• Coordinate contract compliance and distributor relations.
• Visit key KOLs and establish engagement plans.
• Collaborate across functions and regions.
• Ensure robust supply chain and inventory management.

Skills

Sales leadership

Channel management

Forecasting

Cross-functional collaboration

KOL relationship management

Go-to-market strategy

Budget management

Data analysis

Education

Bachelor's degree

Tools

CRM

ERP

Job description

About Abbott

Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.

As the Channel Manager, you’ll be responsible for driving the country commercial team to achieve sales and EBITA objectives of the distributor. You will lead regular sales management activities such as growing the sales pipeline, forecasting, IBP process, and margin calculation with the sales team and distributor. You will also create local marketing initiatives in coordination with the marketing team and ensure go-to-market strategy implementation for new products. Additionally, you will ensure cross-department project management of complex sales projects with the Core Lab team and coordinate contract compliance of the existing base business, while liaising with area business management on strategic marketing and sales planning and managing local distributors.

What You’ll Do

• Drive sales and profitability performance, including achieving monthly, cycle, and yearly sales objectives
• Achieve margin objectives of the division
• Build brands in coordination with the marketing team and ensure implementation of marketing strategies
• Drive go-to-market initiatives (call average, coverage, frequency)
• Ensure sales pipeline growth and usage of sales force effectiveness and cadence
• Develop and maintain a results-oriented team culture
• Coach and develop team members for current and future roles
• Drive rewards, recognition, and training initiatives
• Build strong relationships with KOLs in Indonesia and create long-term engagement plans
• Visit key KOLs regularly and establish monitoring mechanisms for engagement
• Collaborate across functions and regions
• Manage operational budgets, cost control, and profit management
• Allocate financial resources in line with business objectives and market potential
• Ensure robust supply chain and inventory management
• Approve discounts as per SOP
• Uphold corporate governance, values, and ethical trade practices

Required Qualifications

• Bachelor’s degree plus significant related experience
• Minimum 5 years of proven sales track record and commercial operational management in healthcare
• Excellent product and industry knowledge
• Strong analytical, organizational, and team-oriented mindset
• Extensive experience as a Sales Manager and/or Business Manager
• Results-driven leader who thrives in a challenging environment and acts quickly on deviations
• Ability to operate within cross-functional teams
• Demonstrated business analytical capabilities and influencing skills
• Strong communication skills and ability to drive change

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

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